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SiriusDecisions Summit Highlights ROI of Sales and Marketing Alignment; Introduces New Frameworks for Lead Nurturing, Sales Enablement


SUMMIT_2011_US_Logo500pxThe annual SiriusDecisions Summit has become the bellwether event to track the progress and maturation of demand generation practices in the BtoB sector. And based on the presentations from this year’s event, held last week in Scottsdale, AZ, major BtoB companies are now realizing significant payoffs from their investments in sales and marketing alignment and lead management tools and processes. 

The event provided three days of best practices, benchmarks, case studies and proof points, all demonstrating how Bb-to-B b companies that have made investments in integrated lead development, demand management and measurement are outperforming their competitors.

Sales Enablement Emerging As Top Priority As Reps Struggle To Sustain Dialogue With Changing Buyer

BtoB companies' inability to align sales and marketing teams around the right processes and technologies has cost them upwards of 10% or more of revenue per year, or $100 million for a billion-dollar company, according to IDC.

With BtoB buyer behavior continuing to evolve, industry research points to an emerging skills gap within sales organizations, as reps are finding it more difficult to sustain a dialogue with prospects. These trends have pushed sales enablement to a top priority for BtoB organizations are challenged to empower sales teams to deliver relevant, high-touch interactions.

“Buyers are saying they have critical timeframes that have to be met, and the sales folks they are working with are not meeting these timelines,” noted Michael Gerard, VP Sales Advisory Service, IDC. “It might be the result of sales folks dropping the ball, or a lack of skills. Don’t overlook the fact that it might be a lack of support within the organization. We have to help make those connections.”

SiriusDecisions Summit Highlights ROI of Sales and Marketing Alignment; Introduces New Frameworks for Lead Nurturing, Sales Enablement


SUMMIT_2011_US_Logo500pxThe annual SiriusDecisions Summit has become the bellwether event to track the progress and maturation of demand generation practices in the BtoB sector. And based on the presentations from this year’s event, held last week in Scottsdale, AZ, major BtoB companies are now realizing significant payoffs from their investments in sales and marketing alignment and lead management tools and processes. 

The event provided three days of best practices, benchmarks, case studies and proof points, all demonstrating how Bb-to-B b companies that have made investments in integrated lead development, demand management and measurement are outperforming their competitors.

SAVO Poll: Companies Confuse CRM Solutions With Sales Processes


Nearly 75% of companies consider their CRM solution to be their sales process, and as a result are not optimizing their sales execution, according to a new poll conducted by SAVO Group. In addition, 68% of those that have implemented a separate, formal sales process did report an increase in revenue.

The results are from a live poll of 176 participants conducted during one of SAVO’s educational webinars, “The View Beyond CRM: Reimagining Your Sales Process.”

The poll also revealed that more than 60% of respondents have not earned a positive ROI from their CRM systems. However, of the companies that have realized positive returns, those using technology as a means to reinforce and drive greater adoption of their sales process see greater impact.

Callidus Acquires LeadFormix To Add Marketing Automation To Cloud Platform


Callidus Software Inc.
a provider of sales effectiveness and cloud computing solutions, today announced its acquisition LeadFormix, a marketing automation and lead management vendor. The company acquired LeadFormix for approximately $9 million in cash, subject to final adjustments as set forth in the Agreement, according to a company press release.

Silicon Valley-based LeadFormix offers the Marketing Automation 2.0 solution, designed to help marketers convert anonymous online visits into qualified sales leads, and determine web site visitor interest and intent. Designed to drive collaboration between marketing, inside sales and field sales, the solution also features business intelligence and data mining technology.

Lack Of Sales Process, Alignment Hindering ROI, New SAVO Group Research Finds


B2B sales teams employ a variety of tools and tactics to support demand generation, but new research shows that a vast majority are not realizing full ROI value due to a lack of process, as well as misaligned messaging.

SAVO Group, a provider of sales enablement solutions, recently released poll results that found approximately 40% of businesses have poorly aligned marketing messaging, sales tools and seller skills, which lead to missed revenue opportunities. The results are from a live poll of nearly 100 participants conducted during one of SAVO’s educational webinars, “Say the Secret Words: Messaging that Matters.”

The poll also revealed that 46% of respondents believe that sales and marketing messaging was the most difficult aspect of their business to get into alignment, followed by skills training (29%) and sales tools (26%). 

Callidus Acquires LeadFormix To Add Marketing Automation To Cloud Platform


Callidus Software Inc.
a provider of sales effectiveness and cloud computing solutions, today announced its acquisition LeadFormix, a marketing automation and lead management vendor. The company acquired LeadFormix for approximately $9 million in cash, subject to final adjustments as set forth in the Agreement, according to a company press release.

Silicon Valley-based LeadFormix offers the Marketing Automation 2.0 solution, designed to help marketers convert anonymous online visits into qualified sales leads, and determine web site visitor interest and intent. Designed to drive collaboration between marketing, inside sales and field sales, the solution also features business intelligence and data mining technology.

Sales Enablement Emerging As Top Priority As Reps Struggle To Sustain Dialogue With Changing Buyer

BtoB companies' inability to align sales and marketing teams around the right processes and technologies has cost them upwards of 10% or more of revenue per year, or $100 million for a billion-dollar company, according to IDC.

With BtoB buyer behavior continuing to evolve, industry research points to an emerging skills gap within sales organizations, as reps are finding it more difficult to sustain a dialogue with prospects. These trends have pushed sales enablement to a top priority for BtoB organizations are challenged to empower sales teams to deliver relevant, high-touch interactions.

“Buyers are saying they have critical timeframes that have to be met, and the sales folks they are working with are not meeting these timelines,” noted Michael Gerard, VP Sales Advisory Service, IDC. “It might be the result of sales folks dropping the ball, or a lack of skills. Don’t overlook the fact that it might be a lack of support within the organization. We have to help make those connections.”

SiriusDecisions Summit Highlights ROI of Sales and Marketing Alignment; Introduces New Frameworks for Lead Nurturing, Sales Enablement


SUMMIT_2011_US_Logo500pxThe annual SiriusDecisions Summit has become the bellwether event to track the progress and maturation of demand generation practices in the BtoB sector. And based on the presentations from this year’s event, held last week in Scottsdale, AZ, major BtoB companies are now realizing significant payoffs from their investments in sales and marketing alignment and lead management tools and processes. 

The event provided three days of best practices, benchmarks, case studies and proof points, all demonstrating how Bb-to-B b companies that have made investments in integrated lead development, demand management and measurement are outperforming their competitors.

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